SSEMINAR EMINAR

AAPPOINTMENTPPOINTMENT

SSLIDESLIDES

By Frank MaselliBy Frank Maselli

For advisors onlyFor advisors onlyYou are reading this because you have either read my book Seminars: The Emotional Dynamic or listened to my audio CD “Seminar Closing Techniques.” The next several slides are the ones that I would actually include in my seminar presentation. They are designed to help you set more appointments from your seminars and workshops by taking your audience’s final fears away.

I have given you the actual slides to add to your presentation PLUS the slides with your possible responses on them. Obviously do not show the slides with the responses…that’s just a guide for you. So do not use the slides that say FOR ADVISORS ONLY.

The slide with the “4 questions” is your call. Some advisors craft their own questions and others will omit this entirely by saying “The questions will be different for each of you.”

I’ve given you the slides in a simple format with visual builds by paragraph. You can cut and paste them right into your PowerPoint or change the colors and design to fit your presentation’s look and feel.

Good luck!

FOR ADVISORS ONLY

Our first meeting…Our first meeting…

• What’s going to happen? What’s going to happen?

• What will I learn that’s new?What will I learn that’s new?

• How long will it take? How long will it take?

• What should I bring? What should I bring?

• Will you try to sell me anything?Will you try to sell me anything?

• How will I feel when it’s over?How will I feel when it’s over?

• Where will we do it? Where will we do it?

• What will the next steps be?What will the next steps be?

Our first meeting…Our first meeting…

What’s going to happenWhat’s going to happen

We’re going to talk and I’m going to We’re going to talk and I’m going to

ask you a few critical questions that ask you a few critical questions that

will help you identify some goals and will help you identify some goals and

potential challenges in your financial potential challenges in your financial

world. world.

FOR ADVISORS ONLY

Our first meeting…Our first meeting…

What will I learn that’s new?What will I learn that’s new?

You’ll learn a lot that we can’t discuss You’ll learn a lot that we can’t discuss

tonight. This is a seminar so I’ve had to tonight. This is a seminar so I’ve had to

keep things fairly generic. But on the keep things fairly generic. But on the

appointment we will be able to drill appointment we will be able to drill

down into the most important things down into the most important things

for you specifically. for you specifically.

FOR ADVISORS ONLY

Our first meeting…Our first meeting…

How long will it take?How long will it take?

Less than one hour. This will not be Less than one hour. This will not be

root canal. For most folks it’s actually a root canal. For most folks it’s actually a

very enjoyable journey of self-discovery very enjoyable journey of self-discovery

that helps them a lot.that helps them a lot.

FOR ADVISORS ONLY

Our first meeting…Our first meeting…

What should I bring?What should I bring?

Nothing…you won’t even need a pencil. Nothing…you won’t even need a pencil.

I don’t want to see tax documents, I don’t want to see tax documents,

statements…just bring you and your statements…just bring you and your

wife (husband). I mean…you can wife (husband). I mean…you can

certainly bring anything you want but certainly bring anything you want but

this is not going to be a financial this is not going to be a financial

physical.physical.

FOR ADVISORS ONLY

Our first meeting…Our first meeting…

Will you try to sell me anything?Will you try to sell me anything?

Absolutely not…that’s not the way we Absolutely not…that’s not the way we

do things at The Maselli Group. do things at The Maselli Group.

(your name here)(your name here)

You can only say this if you haven’t tried to sell anything

at the workshop. Which is why I urge advisors to never

pitch products at a seminar.

FOR ADVISORS ONLY

Our first meeting…Our first meeting…

How will I feel when it’s over?How will I feel when it’s over?

Happy and smart! Happy because you Happy and smart! Happy because you

took a major positive step toward took a major positive step toward

securing your family’s financial future. securing your family’s financial future.

Smart because you will leave that Smart because you will leave that

appointment with several specific ideas appointment with several specific ideas

you can implement that will probably you can implement that will probably

help you a lot. help you a lot.

FOR ADVISORS ONLY

Our first meeting…Our first meeting…

Where will we do it?Where will we do it?

Anywhere that’s convenient for you. Anywhere that’s convenient for you.

You can come into the office…or I will You can come into the office…or I will

come to you…it’s no problem. come to you…it’s no problem.

FOR ADVISORS ONLY

Our first meeting…Our first meeting…

What will the next steps be?What will the next steps be?

There are three possible next steps…There are three possible next steps…

FOR ADVISORS ONLY

3 possible next steps:3 possible next steps:1.1. We decide that we want to work We decide that we want to work

together and begin to discuss together and begin to discuss specific ideas and strategiesspecific ideas and strategies

2.2. We decide that we like each other We decide that we like each other but the time is not right and set a but the time is not right and set a date to follow-up in the futuredate to follow-up in the future

3.3. We decide we don’t like each other, We decide we don’t like each other, call each other names and run call each other names and run screaming from the room!screaming from the room!

44 Questions for Your Family’s Future Questions for Your Family’s Future

• What specific plans have you made to triple your income during retirement?What specific plans have you made to triple your income during retirement?

• What would happen to your financial situation if the stock market dropped 35% What would happen to your financial situation if the stock market dropped 35% like it did in 2000 and 2008?like it did in 2000 and 2008?

• If you died this year, how would your family’s lifestyle have to change after paying If you died this year, how would your family’s lifestyle have to change after paying the taxes to Uncle Sam?the taxes to Uncle Sam?

• What plans have you and your children made for dealing with rising healthcare What plans have you and your children made for dealing with rising healthcare costs and Alzheimer's?costs and Alzheimer's?

FOR ADVISORS ONLY

Sometimes the audience will ask you “What are the questions you’re going to ask me on the appointment?” Sometimes I will discuss the actual questions above but most often my reply is: “I don’t know…the questions are usually different for everyone. What I want you to know is that this appointment isn’t going to be a marathon session. I just want to get to know you a bit better and see if there is anything we can do to help you improve your financial world.” So how you use the 4-Question slide is up to you.

Something to look forward to!Something to look forward to!

You get a chance to talkYou get a chance to talk

You will learn some new ideasYou will learn some new ideas

You will get to see where we workYou will get to see where we work

You will get to meet my teamYou will get to meet my team

You will get something valuableYou will get something valuable

You will have an experienceYou will have an experience

Something to look forward toSomething to look forward to

You get a chance to talk!You get a chance to talk!

I’ve been doing all the talking tonight I’ve been doing all the talking tonight

because this is a seminar. But the because this is a seminar. But the

appointment is your chance to talk. It’s appointment is your chance to talk. It’s

your chance to ask questions and get your chance to ask questions and get

into any topic you want. I am anxious to into any topic you want. I am anxious to

hear your story.hear your story.

FOR ADVISORS ONLY

Something to look forward toSomething to look forward to

You will learn some new ideasYou will learn some new ideas

You will probably learn a few tricks and You will probably learn a few tricks and

ideas you can implement completely on ideas you can implement completely on

your own. your own.

FOR ADVISORS ONLY

Something to look forward toSomething to look forward to

You will get to see where work.You will get to see where work.

You will get to see our offices. I can give You will get to see our offices. I can give

you a little tour and a look behind the you a little tour and a look behind the

curtain. It might be fun to see how some curtain. It might be fun to see how some

of the magic happens in the money of the magic happens in the money

world. world.

FOR ADVISORS ONLY

Something to look forward toSomething to look forward to

You will get to meet my team.You will get to meet my team.

You will meet some of the folks who You will meet some of the folks who

couldn’t be here tonight. couldn’t be here tonight.

(This is a good place for a little self-

deprecating humor. )

FOR ADVISORS ONLY

Something to look forward toSomething to look forward to

You will have an experience.You will have an experience.

An experience unlike anything your had An experience unlike anything your had

with past financial advisors. We really do with past financial advisors. We really do

things differently than most people. It’s a things differently than most people. It’s a

difference our clients appreciate and it difference our clients appreciate and it

makes them feel like they are really being makes them feel like they are really being

listened to and taken care of. listened to and taken care of.

FOR ADVISORS ONLY

Easy to do!Easy to do!

““I don’t have my calendar.”I don’t have my calendar.”

““I want to think about everything I heard I want to think about everything I heard tonight.”tonight.”

““I already have an advisor.”I already have an advisor.”

Easy to do!Easy to do!

““I don’t have my calendar.”I don’t have my calendar.”

No problem. You can change it later. It’s the act of setting the appointment

that’s critical to your success.

FOR ADVISORS ONLY

Easy to do!Easy to do!

““I want to think about everything I heard I want to think about everything I heard tonight.”tonight.”

I hope so…these are critical issues that could affect your family’s entire financial future. The problem is you won’t remember anything by

tomorrow morning. The appointment is a chance to reinforce what you just learned and make it come alive for you personally. To see

how all this theory can work in real life for you.

FOR ADVISORS ONLY

Easy to do!Easy to do!

““I already have an advisor.”I already have an advisor.”

LOGICAL: Of course you do. You also have a doctor. Your MD would not do your hip replacement or your heart bypass. I am a specialist in protecting your assets for a secure retirement. If that’s what you’re getting from your current advisor…then you’re already doing all the things I’ve suggested here tonight and you’re OK. If not…then you can see the difference between a specialist and a GP.

FOR ADVISORS ONLY

Easy to do!Easy to do!

““I already have an advisor.”I already have an advisor.”

EMOTIONAL: Everyone has an advisor. But you are here tonight for a reason whether you know it consciously or not. You’re here because somewhere deep inside you sense that you should be doing better things with your money. I’m not saying you’re angry or even unhappy with your current advisor…I’m sure he’s a nice person. But there’s something missing. You are looking for a higher level of care, of help, of guidance, of contact, of intelligence, of protection.

FOR ADVISORS ONLY

Appointment Card

First choice

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